Sales Manager, SMB

Aikido; Gent; On-site; EUR 80,000 - 120,000; Full time

Job summary

Aikido in Ghent is seeking a hands-on Sales Manager to lead and grow our SMB sales team across the EMEA region. You will coach Account Executives, drive pipeline, close deals, and sharpen outbound/inbound processes to raise the bar on execution.

Based in Ghent or London, you will foster a high-performance culture, collaborate with marketing on GTM initiatives, hire and onboard top talent, and own forecasting and performance metrics in a fast-growing startup environment.

Qualifications

• Proven experience leading high-performing SaaS sales teams in SMB.
• Experience managing Account Executives.
• Strong understanding of outbound sales, prospecting, CRM workflows, and pipeline management.
• Tech-savvy and comfortable selling technical products.
• Strong coaching and people management skills.
• Self-starter who thrives in a fast-growing startup environment.
• Based in Ghent or London.

Responsibilities

• Lead, coach, and scale a team of SMB Account Executives based in EMEA.
• Drive pipeline generation and revenue growth across your territory.
• Improve outbound, inbound, and sales execution processes.
• Support reps on strategic deals and key accounts.
• Build a high-performance, high-accountability sales culture.
• Collaborate with marketing and growth on GTM initiatives targeting SMB customers.
• Hire, onboard, and develop top sales talent.
• Forecast accurately and manage team performance metrics.

Skills

SaaS sales

Leadership

Coaching

CRM proficiency

Pipeline management

Prospecting

People management

Startup mindset

Tools

Salesforce

Job description

We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

We're looking for a hands-on Sales Manager to lead and grow our SMB sales team.

You'll be responsible for managing and coaching a team of Account Executives. This is not a pure management role we're looking for someone who leads from the front, helps close deals, sharpens execution, and raises the bar across the team.

Responsibilities

• Lead, coach, and scale a team of SMB Account Executives based in EMEA
• Drive pipeline generation and revenue growth across your territory
• Improve outbound, inbound, and sales execution processes
• Support reps on strategic deals and key accounts
• Build a high-performance, high-accountability sales culture
• Collaborate with marketing and growth on GTM initiatives targeting SMB customers
• Hire, onboard, and develop top sales talent
• Forecast accurately and manage team performance metrics

• Proven experience leading high-performing SaaS sales teams in an SMB segment
• Experience managing Account Executives
• Strong understanding of outbound sales, prospecting, CRM workflows, and pipeline management
• Tech-savvy and comfortable selling technical products
• Strong coaching and people management skills
• Self-starter who thrives in a fast-growing startup environment
• Based in Ghent or London

What you can expect

• Short decision lines. Big ownership. Shape the projects that matter and ship fast.
• Grow as fast as we do. Take on more, own more, and carve out your own path.
• Top-tier tech pay and equity.
• High trust, strong values, zero corporate BS.
• Flexibility in working hours.
• A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.